Hubspot Sales

OCTOBER 3, 2018

What sets you apart from the competition? Successful companies like Coca-Cola and Band-Aid have one important thing in common: a strong brand. In fact, their brand names have become generic terms for all similar products in their niche. If you cut yourself, do you ask for a bandage or a Band-Aid? A strong brand should be a priority for all businesses striving for success -- and the proof is in the numbers.

Marketing 145

Marketing Value Proposition Media B2B 145

RAIN Group

OCTOBER 3, 2018

One of the greatest difficulties in sales is helping buyers understand what outcomes they will achieve when they work with you. Creating a picture of what outcomes are possible with the solution you present is imperative for two reasons: Buyers need to be convinced of the positive outcome—and that you can achieve it—or they likely will not purchase.

Communication 108

Communication Organization Value Proposition Sales 108

SBI Growth

OCTOBER 1, 2018

The Growth of Inside Sales Has Left Large Cloud Providers Playing Catch Up.

Sales 105

Sales CRM B2B Management 105

Openview

OCTOBER 5, 2018

One of the biggest challenges for any scaling company is to bring a new sales rep up to speed quickly. Decreasing the time to productivity for new reps is crucial to meeting ever-expanding goals and closing more deals. While building a strong onboarding program that includes knowledge acquisition and skill development is key to sales ramp, it’s only part of the process.

Onboarding 104

Onboarding Sales Acquisition Decision-making 104

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What if you could help your sellers stop wasting 72% of their day on non-selling activities and focus on bringing in revenue? Incorporating AI in your enablement workflows can help you cut down on busy work, get projects done faster, and let your team (and you!) focus on making a bigger impact. We put together this guide to show you how to use AI to cut time and costs for projects, including collateral creation, development of training videos, and automating tedious processes.

Sales Management

Hubspot Sales

OCTOBER 5, 2018

Attention Outlook users: we have something for you: a compilation of the best Outlook tips for organizing your inbox. These shortcut keys will change the way you email. In fact, after taking just two minutes to learn them, we've began saving 15 minutes a day in email. To help others do the same, we organized these keyboard shortcuts based on the three types of email views: Inbox View, Conversation View, and Compose View.

e-Learning 143

e-Learning Meetings Organization Sales 143

MTD Sales Training

OCTOBER 3, 2018

Don’t you just love it when one of your customers places a follow-up order? Or you get that call and the customer says they’d like a repeat of what they had from you before? The great feelings flow through you, because you realise that all your hard work was worth it, and you feel rewarded by repeat business that you didn’t have to do too much to gain.

Suppliers 103

Suppliers Decision-making Sales Training Meetings 103

Engage Selling

OCTOBER 5, 2018

???Recently, I have been working with a lot of professionals where selling isn’t their primary role. These may be account managers, recruiters, engineers, or project managers.

Account Management 91

Account Management Sales Management Communication 91

Hubspot Sales

OCTOBER 5, 2018

Did you know how excellent the job outlook is for real estate appraisers? The expected employment growth rate for U.S. appraisers is 14% for the next few years. It's double the average growth rate for all occupations over the same time period. If you have an analytical mind and an interest in real estate, it might be time to consider a career as a real estate appraiser.

Banking 131

Banking Finance Negotiation Communication 131

MTD Sales Training

OCTOBER 5, 2018

Have you ever had that feeling when you’re talking to a prospect that the person isn’t who they say they are? By that, of course I don’t mean they are an imposter! No, but maybe they are claiming to have more power than they really have in the decision-making process. Sometimes it may be a ploy used by the customer, to either boost their own ego or to bypass the stringent processes the company use decide the supplier list they are going to use.

Suppliers 96

Suppliers Decision-making Procurement Negotiation 96

Nutshell

OCTOBER 4, 2018

Taking the time to craft compelling, personalized sales emails for your prospects is a necessary step in driving new business. But how many of your contacts are actually seeing them? The truth is that many sales emails end up getting caught in a spam filter. According to Return Path’s 2018 Deliverability Benchmark report , 6% of sales and marketing emails get blocked as spam globally—even when the recipient has given the sender express permission to contact them—and another 10% go undelivered fo

Sales 89

Sales Communication Digitalization Marketing 89

2023's struggles fueled a shift: companies are ditching wasteful strategies in favor of data and AI-powered growth. Enter 2024, the year GTC takes center stage. Discover 5 ways a customer-centric approach unlocks new revenue and delivers lasting success.

SBI Growth

OCTOBER 4, 2018

The Top 5 Things to Consider When Marketing Overseas.

Marketing 88

Marketing Organization 88

Hubspot Sales

SEPTEMBER 30, 2018

Here’s an interesting thought exercise: how many separate problems do you think you have to solve in order to get outbound sales to work? And what are your chances of solving each of them immediately? The answer to the first question is pretty scary. Even if you have strong evidence of product/market fit -- and a sales process that can close business at a predictable rate -- there are actually 12 other discrete problems that still need to be sorted out to get from zero to your first outbound sal

Sales 110

Sales Internet Client Relationships Marketing 110

The Center for Sales Strategy

OCTOBER 2, 2018

Early in my sales career, I got a call from a veteran Account Executive across the hall. He worked for one of our other properties and saw that I was working with a prospect he was calling on. He wanted to set up a joint sales call. I was skeptical, since I'd recently met with that prospect, and the manager made it abundantly clear that he had already placed his budget for the year, and he was not open to new ideas.

Management 86

Management Sales 86

Engage Selling

OCTOBER 4, 2018

A huge mistake growing businesses make is assigning an individual as a “player-coach.” That is, assigning a role that is both coaching and managing a team while also having their own territory or clients that they manage on their own.

Management 85

Management Client Relationships Communication Sales 85

Advertiser: ZoomInfo

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr

B2B

Nutshell

OCTOBER 1, 2018

The only way to make an angry customer happy is to fix their problem—or at least let them know that they’re being heard—but before you can do that, you need to find the source of that anger. People who work in Customer Experience tend to be empathetic, and having empathy means considering why an upset customer is in that state to begin with. For all we know, they could be going through some terrible personal crisis, and they’re sad and frustrated and they just need someone to listen

Prioritization 85

Prioritization CRM Customer Experience Customer Success 85

Hubspot Sales

SEPTEMBER 30, 2018

Every once in a while in a sale, people stop responding to my emails. No matter what I tried or hoped for, I couldn't get an answer from them. At first, I didn't know what to say next. So I started testing various emails and came up with one that actually works. I call it the "Permission To Close Your File" template. Close File Email Template. This sales email template has a 76% response rate.

Communication 110

Communication Sales 110

The Center for Sales Strategy

OCTOBER 4, 2018

This post was originally published on Startups.co. Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems. If you’re looking to improve your sales process — look no further than the “ 2017 B2B Buyer’s Survey Report.“ Buyers want things to be easy.

Publishing 83

Publishing Sales B2B Sales Management 83

SBI Growth

OCTOBER 5, 2018

The reality is CMO’s and their sales leader counterparts are felling extreme stress from the weighing pressure of the annual revenue or bookings targets. In many cases the relationship between marketing and sales is most tested during Q4. Sales leaders.

Marketing 81

Marketing Sales Account Management Management 81

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How do 1st, 2nd, and 3rd party intent data compare? 1st, 2nd, and 3rd party data each have specific advantages and disadvantages. It comes down to four factors: accuracy, cost, control and quantity. This infographic explains the pros and cons of each and helps you understand which one is best for meeting your business objectives. Intent data can be a great way to fill your pipeline and close more deals.

Meetings

Miller Heiman Group

OCTOBER 1, 2018

Notice anything different? Don’t worry, your eyes aren’t playing tricks on you. Miller Heiman Group is excited to present our updated website. The new look, tone and user experience reflect our commitment to our roots in sales, service and research, while recognizing our evolution into technology and analytics. I’ve been thinking a lot about the future as Miller Heiman Group prepared for this launch — and, in turn, about the past.

CRM 71

CRM Computers and Electronics Internet Digitalization 71

Hubspot Sales

OCTOBER 1, 2018

Looking for a few easy, virtually-free ways to immediately connect with more prospects? I’m willing to bet you just said, " That’s a no-brainer.". Below, I’ve compiled 18 of my favorite methods for reaching prospects. Some of them take seconds to deploy, and all of them will save you time throughout your workday. To help prioritize first steps, I put them in sequential order -- starting with those that offer value the fastest and ending with those that require more time.

CRM 109

CRM Publishing Media Decision-making 109

The Center for Sales Strategy

OCTOBER 5, 2018

- WHAT'S MOTIVATING US THIS WEEK -. "MOST PEOPLE THINK 'SELLING' IS THE SAME AS 'TALKING.' BUT THE MOST EFFECTIVE SALESPEOPLE KNOW THAT LISTENING IS THE MOST IMPORTANT PART OF THE JOB.". -ROY BARTELL. - WHAT WE'VE BEEN READING THIS WEEK -. > 8 Habits of a Great Sales Manager — LinkedIn. Like many sales managers, perhaps you landed in your leadership role based on your ability to sell.

Sales Management 81

Sales Management Management Leadership Sales 81

SBI Growth

OCTOBER 2, 2018

How to Know When to Make the Tough Call and Sunset a Product.

Profitability 78

Profitability Communication Marketing 78

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Every marketer knows how important it is to prove their efforts drive sales opportunities, but that’s easier said than done. When problems like sales and marketing misalignment, lack of data, and wasted efforts persist, marketers can’t measure, prove, or increase their impact on revenue at a time when demonstrating marketing value is critical. Using analyst and expert data, this guide to marketing impact and content attribution explains: How B2B buyers use content The most common types of conten

Sales

Sales Readiness Group

OCTOBER 4, 2018

As a sales manager, you may not consider yourself a sales leader. After all, strategic leadership issues fall within the purview of senior executives such as the Chief Revenue Officer. But ask your sales team to describe your leadership qualities and you may hear comments such as “She knows how to communicate what she wants,” “He makes the right decisions at the right time,” “She’s very persuasive,” or “He works twice as hard as anybody else on the team.”.

Leadership 59

Leadership Sales Decision-making Sales Management 59

Hubspot Sales

OCTOBER 2, 2018

A recent Forrester report , commissioned by Mediafly , revealed B2B enterprises overwhelmingly provide tools and training to their direct sellers over their indirect or partner channels. The problem? By neglecting these sellers, companies are unintentionally impeding their own sales performance and overall business success. To overcome this challenge, I’m sharing five ways treating distribution channels like second-class citizens can hurt B2B companies -- and what you can do about it. 5 Reasons

B2B 105

B2B Organization Meetings Onboarding 105

The Center for Sales Strategy

OCTOBER 3, 2018

This is the fourth and final post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on providing detailed feedback , building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. Ongoing coaching and strength development are key factors in retaining people long-term, yet statistics show employees often feel as though they don’t have a specific development plan.

Management 80

Management Sales Sales Management 80

Showpad

OCTOBER 3, 2018

What does it really mean for an organization to have a “culture” of coaching? While the specifics of coaching depend on various factors, there are basic elements that should be involved in the process. However, many companies believe they have an effective coaching culture in place, but in fact are missing some of the necessities to be successful. The following are common mistakes that you should be sure to avoid if you plan to bring coaching into your sales team: Not Getting Company-Wide Alignm

Meetings 56

Meetings Management Sales Management Organization 56

Speaker: Susan Spencer, Principal of Spencer Communications

Intent signal data can go a long way toward shortening sales cycles and closing more deals. The challenge is deciding which is the best type of intent data to help your company meet its sales and marketing goals. In this webinar, Susan Spencer, fractional CMO and principal of Spencer Communications, will unpack the differences between contact-level and company-level intent signals.

Sales

SBI

OCTOBER 4, 2018

What a week! When it comes to this year’s Dreamforce, It most certainly did not disappoint. As crazy as it always is, it remains one of the best events of the year to attend if you’re looking for inspiration, knowledge, and networking. We’ll be reporting on all the activities over the coming weeks. In the meantime, I wanted to share a Dreamforce wrap-up from the last day of the Expo floor.

Manufacturing 55

Manufacturing CRM Onboarding Marketing 55

Hubspot Sales

OCTOBER 5, 2018

When you think of eBay, you likely picture consumers frantically bidding on items ranging from electronics to vintage clothing. I might have begged my mother to bid on a Nintendo Game Boy Color back in the day (more specifically, the atomic purple Game Boy Color). In addition to its auction-style listings, eBay once had a website dedicated to local, classified listings: eBay Classifieds.

Construction 103

Construction Meetings Sales 103

Point N Time

OCTOBER 1, 2018

[siteorigin_widget class=”SiteOrigin_Widget_Headline_Widget”][/siteorigin_widget] Identifying customer initiatives is critical aspects in managing your key accounts. They allow you to plan, allocate resources and track pre-pipeline revenue. Strategy. The post Identifying Customer Initiatives appeared first on Point N Time.

Management 52

Management Key Account Management Account Planning Account Management 52

Sales Readiness Group

OCTOBER 2, 2018

On this Q&A episode: " Why most product demos miss the mark, and what can I do to improve my chances of success?".

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48

Advertiser: ZoomInfo

In times of economic uncertainty, account-based strategies are essential. According to several business analysts and practitioners, ABM is a necessity for creating more predictable revenue. Research shows that nearly three-quarters of marketers (74%) already have the resources needed to build successful ABM programs.

Marketing